When you don’t invest you time and energy on winning your dream clients, you end up spending your time on prospects that are something less than dream clients. When you get desperate, you look for easy answers that would help you make your number. I promise you that there are … [Read more...]

To succeed in sales you have to hustle—without being a hustler. Hustle means taking action. It means always moving forward. It doesn’t mean that you take advantage of people. If you don’t care about your customers, your clients, and your dream clients, then you are simply a … [Read more...]

Yesterday, I was part of a Focus roundtable discussion on sales. During the discussion, I made the point that the deep fundamentals of sales haven’t changed much in a couple millennia. I made the point that great relationships have always been built on the foundation of trust. … [Read more...]

You get to choose your beliefs. You also get to choose the actions that you take. You don't get to choose the consequences of your beliefs or your actions. You Are Left With No Choice You may believe that you can win your dream client without spending the time necessary to … [Read more...]

You desperately want to show and tell your dream client about all of the wonderful capabilities and solutions you can use to help them achieve better results. They're not nearly as excited about having to sit through a pitch as you would have hoped they would be. It's probably … [Read more...]

I am asking you to donate $5.00. Those of us in sales are predominately action-oriented individuals. Something needs done; we do it. A call needs made; we make it. A problem needs solved; we solve it. It’s amazing how impotent and powerless we feel when we can’t get the … [Read more...]

I ride a bicycle. Well, that’s not really true; when the weather cooperates I ride a bicycle. I am not in the same shape I was a few years ago when I rode my bicycle 160 miles across Death Valley. And, I have never, ever been fast. So, extrapolating the lessons many would have … [Read more...]

To sell effectively, you need to know some things. You need the business acumen that allows you to connect the value you create to your dream client's problems and challenges. You also need the situational knowledge that helps you to make the distinctions that ensure you can help … [Read more...]

Losing an opportunity with your dream client is never easy. It’s painful to know that another salesperson beat you for the opportunity. Sometimes, however, it shouldn’t be painful to have lost at all. Did you really deserve to win? Did You Earn It? Winning your dream … [Read more...]

In 1992, I was diagnosed with an arteriovenus malformation at the back of my right temporal lobe. That’s a fancy way of saying that I had a group of arteries and veins that had grown into a giant, tangled knot. The diagnosis meant that I was going to have to have the … [Read more...]